THE BIG SALES BULLSH!T

"The Big Sales Bullsh!t" is an honest look behind the shiny facade of sales. Instead of buzzwords and motivational phrases, it offers practical advice, attitude, and real stories from the engine room of sales. A book for anyone who doesn't want to romanticize sales – but wants to understand it.



Sales is more than just a job; it is a reflection of one's personality. This book is not a guide on how to become a sales rocket in ten steps. Nor is it a tribute to motivational seminars, CRM systems or KPIs.

It is an honest look behind the scenes of sales from the perspective of someone who has spent more than 25 years in the business. With real stories, personal insights and a fair amount of plain speaking. For salespeople who want to know whether they are truly on the right track. For managers who want to understand how to really build teams. And for anyone who asks themselves,

"Why do some succeed – and others fail?"

I'm not writing this book because I know everything, but because it´s time to expose the big "sales bullshit".

For the sake of readability, the masculine form is used predominantly throughout this book. All such references are intended to be gender-neutral and inclusive.



Oliver Jentschke, born in Cologne in 1970, completed his training and studies there before entering the sales industry. From selling small components to multimillion pound systems, he has gained experience across the entire spectrum of industrial B2B business. Over the years, he has built, led and transformed international teams – with a clear focus on growth, structure and people. With more than 25 years of experience in mechanical engineering, including over 14 years in the packaging and printing industry, Jentschke knows what sales is really like in practice: tough, demanding, but crucial to success.



"Preface"



Chapter:

1) Why this book?

2) 25 years in sales – what sticks?

3) The big "sales bullshi!t" – between illusion and reality

4) Sales training: Hope, hype, reality

5) System check: Who really fits into the sales team?

6) Selection process: How to find the right people?

7) Retain rather than burn out – how to retain good salespeople

8) Numbers. Data. Targets. – How much control does success really need?

9) Tools and systems – what truly helps, and what is merely attractive packaging?

10) Trust, attitude, culture – the invisible backbone of sales

11) Customers – mirror image, touchstone, and partner

12) Not everyone can sell – and that's a good thing

13) Personality beats method – Why not everyone is cut out for sales

14) Sales bullshit starts with the wrong people in the wrong jobs

15) Selling in times of change – How markets are changing and why salespeople need to grow with them

16) Four types, four paths – what kind of salesperson are you?

17) Leadership in sales – Why only salespeople can lead real salespeople

18) The training trap – Why learning alone does not make a salesperson

19) Titles, ranks, and show – when image becomes more important than substance

20) Sales is a feeling – why the right instinct makes all the difference

21) Why it often doesn't work out – failure despite good conditions

22) Leading with heart and attitude – How modern sales management really works

23) Back to the beginning – Why not everyone can sell – and why that's a good thing

24) Afterword – Thoughts on the conclusion



Thanks

About the author